Leadership

• Transforming Organizations for Success – a Leader’s Perspective
• Achieving inner integrity: understanding yourself and others
• Innovating through resilience and a culture of change
• Influencing through building human networks
• Integrating by aligning people, processes and structure

Learning Outcome: Use a world-class sales leadership model to improve your leadership approach and ability to achieve in-year sales results and long-term returns.

Enhancing Your Critical Thinking

• Applying techniques for innovation
• Framing and re-framing from multiple perspectives
• Identifying the strategic solutions

Learning Outcome: Learn how to manage paradox and apply strategic thinking in your business.

Strategy Alignment: Linking Sales Plans & Growth to Company Strategy

• Corporate strategy fundamentals
• Achieving alignment – Managing Up, Down & Across
• Understanding the true Unique Value Propositions
• Identifying leading indicators that you can manage for success

Learning Outcome: Using a strategy canvas, participants will create a roadmap to grow revenue, a corporate value proposition and leading indicators of future success.

Strategy Execution: Putting Your Strategy into Action

• Segmenting clients, opportunities and buyers
• Sales structure, selling roles, coverage and deployment
• Motivation and incentives
• Forecasting, quota setting and goal allocation

Learning Outcome: This module links corporate strategy with sales execution. Learn practical methodologies for translating organizational goals into tactics to optimize sales execution.

The Account Development & Opportunity Management Processes

• Identify untapped potential – grow net new business
• Develop a winning competitive strategy
• Get higher, deeper with the proper account strategy
• Gain access to conversations that increase wallet and market share
• Create new opportunities for you and your clients
• Increase sales productivity & reduce sales cycle time

Learning Outcome: Learn how to inspire a client-centred approach to create real value for your clients. Build an account development and opportunity management process that will drive competitive advantage.

Influential Communication for Leaders

• Powerful presentation structures that gain attention and influence actions
• How to get your message heard, understood and remembered
• Recognize and unleash personal communication strengths to further your impact

Learning Outcome: Learn why what your listeners think of your ideas,plans and your entire organization is affected by how they react to you as a leader when you communicate.

Sourcing and Attracting Top Talent for Your Teams

• Develop key elements of an effective employment value proposition to hire top performers
• Leveraging social media to get better hiring results
• Use data analytics to drive workforce strategies
• Apply critical thinking to the process of recruitment

Learning Outcome: Learn modern techniques in social media and brand for attracting the best talent to your organization. Participate in key exercises to improve critical components of the recruitment process and strategies for driving better candidate quality. Learn how to leverage insights and analytics to develop a more strategic approach to recruitment.

Team Coaching & Mentoring Techniques to Drive Higher Performance

• Ongoing coaching & feedback to improve sales levels
• Key elements of an effective coaching & mentoring process
• Adapting your coaching style to the needs of individuals
• Using questions to illuminate insight and inspire action
• Inspiring self-directed mastery for breakthrough performance

Learning Outcome: Participants will apply world-class coaching approaches with their current team. Includes a powerful peer-to-peer coaching exercise.

Performance Management That Works Better

• Fostering mutual intent, respect and purpose
• Establishing a performance expectation system
• Engaging in difficult conversations
• Dealing with ‘quit and stay’ marginal performers
• Succession planning approaches for ‘high potentials’

Learning Outcome: You are responsible for Sales and People. We are all clear on how to manage “Sales Cycles” but how many of us are clear on how to manage our “People Cycles.” Come away from this day with a clear understanding of the 10 Steps in the People Management Cycle, where your gaps are and a plan to address them.

Re-Thinking Change Leadership

• Discovering individual challenges with organizational change
• Exploring new methods for ‘re-framing’ thinking and communication
• Advanced approaches to rapport development and reducing resistance

Learning Outcome: An awareness of how certain behaviours/approaches impact others and employing advanced interpersonal communication tools to enhance the effectiveness of attaining alignment around required change.

Optimizing Customer Intelligence with Actionable Insights

• How customer intelligence delivers competitive advantage
• Learn about maximizing today’s tools for greater actionable analytics
• Learn strategies that increase customer satisfaction while decreasing cost

Learning Outcome: Participants will explore how customer intelligence is required for today’s selling. Understanding what is available (Google, etc.), and how to maximize all analytics for a greater and more cost-effective method of business development.

Exploring Social Selling Mastery™

• Why sales needs social media
• Traits of a successful social selling program
• How to drive pipeline and revenue with social media

Learning Outcome: Learn practical tips and techniques to attract buyers on social media.

Problem Solving and Innovating for Improved Performance in Complex Environments

• Issue Identification: the new leading-edge leadership skill
• Downstream innovation: the greatest source of innovation – your frontline sales force
• Engaging employees, capturing valuable insights and delivering ideas that create value for your organization

Learning Outcome: A strong understanding of the important role sales people play in problem solving and the innovation process.

Leveraging the Most Out of Today’s Channels

• Learn the sales efficiencies in the Team Approach in selling
• Effective inside to outside business development
• Learn the latest on B2B selling

Learning Outcome: Participants will explore how companies are leveraging inside sales as first contact, qualification as second and then closing with outside sales. You will also learn the current best practices in B2B selling, methodology, management of, and accountability.

Final Presentations

Participants present their organization-specific case projects emphasizing key takeaways, challenges and strategies with feedback from peers and the Advisory Panel.